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Energy tech professional shares 3 business development tips for 2024

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It's a different world for startups on the other side of the pandemic — especially for business development. One Houston innovator shares her lessons learned. Photo via Getty Images

The post-pandemic world of business development looks a lot different than it did in 2019. I started my first “sales” role in 2014 at a large, international company, and my days were filled with in-person meetings, often visiting four or five different prospects. The pandemic shifted this approach, as we all moved to web-based platforms and face-to-face meetings dwindled.

Fast forward to 2023, when I joined the Houston team at Square Robot, a startup that was trying to disrupt an industry. I had to learn how to navigate a post-pandemic sales world — where hybrid work, reliance on emails, and video based web calls are now the norm — coupled with the challenges of working for a relatively new company.

I think many working for startups will agree that the first barrier encountered in trying to build and grow your business is addressing the “who” in the equation. You are battling your prospect’s already busy schedule to earn a few minutes of their time, which is an uphill battle when the company is relatively unknown. Not to mention, startups often run into internal delays just from encountering a concern or problem that hasn't been sorted out before. A successful startup is made up of people who, when encountering that sort of a situation, instinctively and proactively figure out the way to solve it instead of sitting back and saying, "We don't have a tool I can use, so I can't get this accomplished.”

While there’s no perfect formula for how to drive sales at a startup, I can share my personal experience and success from the past 15 months at Square Robot. The company put their faith in me to develop business in an untapped market segment: the power industry. In one year, I grew this market by over 300 percent, despite the majority of prospects having never heard of Square Robot. There were a few key steps to my success, which included adjusting to the shift in work operations since Covid-19.

The power of developing a brand

My first focus was on developing my personal brand as an ambassador for Square Robot. Not only did I dive into learning all aspects of our robotic services, but I then did the same in the power industry. I heavily relied on LinkedIn to build my brand as a knowledge center, often creating short videos, posts and even articles about the benefits of Square Robot’s service for the power industry.

I found that in a business world that’s inundated with endless emails and cold calls, social media was an easy way to get in front of prospects without the pressure of calling as they’re stepping into a meeting or too busy to speak. The recognition of name and company from LinkedIn translated across the traditional platforms. I connected and messaged on LinkedIn, followed by email and phone outreach. Overall, about 75 percent of my closed opportunities in 2023 began with outreach on Linkedin.

Tapping into relevant organizations

As I continued to learn more about the power generation industry, I looked for associated research and non-profit groups. From there, I found the Electric Power Research Institute, and subsequently, Square Robot was accepted into a program to showcase new technology directly to the end user.

I also researched industry specific conferences and publications for either speaking submissions or written pieces, which are great avenues to grow the brand of a startup company while paying close attention to budgeting.

Making time for in-person meetings

While finding ways to raise the profile of Square Robot was important, I also wanted to make sure I still had the face-to-face connection that makes a lasting impact. True success in this role takes business development into relationship development, and I made it a priority to visit new clients when Square Robot was onsite providing service.

Taking the time to meet in person with the people and teams I’ve spoken with countless times — sometimes across months — helped to build trust and uncover additional opportunities. People are much more likely to answer emails or calls when they can put a face to a name. Many times I used this visit to extend my reach into a company, asking for introductions to other locations or areas.

Even though 2023 was an achievement for myself and Square Robot, it comes with the expectation of continued growth. In the startup world of business development, this means constantly engaging with potential audiences in new and different ways, not being deterred when things take time or you fail, and having creativity and tenacity to drive sales.

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Stephanie Nolan is director of sales at Square Robot, which is headquartered in Massachusetts but has a growing presence in Houston.

This article originally ran on InnovationMap.
At last year's awards program, Cemvita Factory's co-founders, Tara and Moji Karimi, accepted the award for the Green Impact Business category. This year, Moji Karimi served as a judge

18 Houston energy startups named finalists for innovation awards program

companies to watch

The 2023 Houston Innovation Awards announced its 52 finalists — a large portion of which are promising energy transition startups.

The awards program — hosted by EnergyCapital's sister site, InnovationMap, and Houston Exponential — will name its winners on November 8 at the Houston Innovation Awards. The program was established to honor the best and brightest companies and individuals from the city's innovation community.

The following startups, which all have an energy transition element to their business, received a finalist position in one or two categories.

Click here to secure your tickets to see who wins.

  • ALLY Energy, helping energy companies and climate startups find, develop, and retain great talent, scored two finalist positions — one in the Female-Owned Business category and the other in the Social Impact Business category.
  • Eden Grow Systems, next generation farming technologies, is a finalist in the People's Choice: Startup of the Year category.
  • Feelit Technologies, nanotechnology for preventive maintenance to eliminate leaks, fires and explosions, increase safety and reduce downtime, is a finalist in the Female-Owned Business category and the People's Choice: Startup of the Year category.
  • Fervo Energy, leveraging proven oil and gas drilling technology to deliver 24/7 carbon-free geothermal energy, scored two finalist positions — one in the Sustainability Business category and the other in the People's Choice: Startup of the Year category.
  • FluxWorks, making frictionless gearboxes for missions in any environment, is a finalist in the Hardtech Business category.
  • Helix Earth Technologies, decarbonizing the built environment and heavy industry, is a finalist in the Hardtech Business category.
  • INOVUES, re-energizing building facades through its non-invasive window retrofit innovations, making building smarter, greener, and healthier for a better and sustainable future, was named a finalist in the SustainabilityBusiness category.
  • Kanin Energy, helping heavy industry monetize their waste heat and decarbonize their operations, was named a finalist in the BIPOC-Owned Business and the SustainabilityBusiness categories.
  • Mars Materials, developing a carbon-negative pathway for carbon fiber and acrylamide production using CO2 and biomass as raw materials, is a finalist in the BIPOC-Owned Business category.
  • Molecule, an energy/commodity trading risk management software that provides users with an efficient, reliable, responsive platform for managing trade risk, is a finalist in the Digital Solutions Business category.
  • Rhythm Energy, 100 percent renewable electricity service for residential customers in Texas, is a finalist in the People's Choice: Startup of the Year category.
  • Sage Geosystems, a cost-effective geothermal baseload energy solution company, also innovating underground energy storage solutions, was named a finalist in the Sustainability Business category.
  • Solugen, decarbonizing the chemical industry, is a finalist in the Hardtech Business category.
  • Square Robot, applying robotic technology to eliminate the need to put people into dangerous enclosed spaces and eliminate taking tanks out of service, is a finalist in the HardtechBusiness category.
  • Syzygy Plasmonics, a deep decarbonization company that builds chemical reactors designed to use light instead of combustion to produce valuable chemicals like hydrogen and sustainable fuels, is a finalist in the HardtechBusiness category.
  • Tierra Climate, decarbonizing the power grid faster by helping grid-scale batteries monetize their environmental benefits and change their operational behavior to abate more carbon, was named a finalist in the SustainabilityBusiness category.
  • Utility Global, a technology company converting a range of waste gases into sustainable hydrogen and syngas, was named a finalist in the SustainabilityBusiness category.
  • Venus Aerospace, a hypersonics company on track to fly reusable hypersonic flight platforms by 2024, is a finalist in the HardtechBusiness category.

Additionally, two energy companies were named to the Corporate of the Year category, which honors corporations that supports startups and/or the Houston innovation community. Aramco Ventures and Chevron Technology Ventures are two of the four finalists in this category.

Lastly, Jason Ethier, co-founder of Lambda Catalyzer and host of the Energy Tech Startups podcast, and Kendrick Alridge, senior manager of community at Greentown Labs, scored finalist positions in the Ecosystem Builder category, as individuals who have acted as leaders in developing Houston’s startup ecosystem.

Click here to see the full list of finalists.

Square Robot's Houston office has the ability to showcase the technology to its potential customers. Photo courtesy of Square Robot

Boston-based tech company grows Houston team to deliver robotics to energy industry

do the robot

The robots are coming. Although the rise of Chat GPT has frightened plenty of professionals, we’re not on the precipice of the singularity just yet. And some of Houston’s coolest robots are contained in above-ground tanks, simply doing jobs that are too expensive and difficult for humans. The mechanical helpers in question come courtesy of Square Robot.

Square Robot co-founder and chief technology officer Jerome Vaganay started the company in 2016 in Boston. The company opened its Houston office in August of 2019.

“A lot of our partners and client base is out of here,” says director of operations, Matt Crist.

Karishma Prasad, director of technical operations, who joined the team in Houston earlier this year, adds “It’s a great centralized place for us. Houston is a great hub both nationally and internationally. There is so much energy transition innovation happening here.”

Square Robot is indeed a robotics company, but it trades in a very specific type of robot. The SR-1 is an innovative tank inspector.

“Since the ‘60s there’s been a traditional way of going into a tank. People would go inside and clean it with a variety of products," Crist explains. "Once it was clean, they would come in and inspect it repair it and that could take months.”

In fact, it could often cause a 15 or 16-week outage, he says.

Square Robot’s brainstorm was to take the human element out of the process. In other words, robots can do the job more safely, efficiently and quickly than a human ever could by collecting 18,000 data points per square foot, while allowing the product — most often diesel — to stay in the tank.

Square Robot saves those vast weeks of time, but perhaps even more importantly, says Prasad, “We’re avoiding emissions being released into the atmosphere.”

With its key location in Houston, Square Robot has worked with most of the major names in the energy world, including ExxonMobil, Chevron, BP, and Crist’s former employer, Phillips 66.

The latest robot is the SR-3, which is currently being tested in Houston. Curious webwatchers can see its progress on Square Robot’s website. Unlike the flagship SR-1, the new robot boasts a side launcher that allows it to be completely immersed in a tank before being launched.

But perhaps the most exciting thing about Square Robot’s 15-human Houston office is its test tank. There, potential partners can see exactly what the company’s ingenious creation can do. Square Robot will participate in ILTA, the International Operating Conference & Trade Show, which takes place from May 21-24. On the 24th, the company will host an open house from noon to 3 p.m. to allow potential users to see the SR-3 in action in the 42-foot-long test tank.

Square Robot will complete its hundredth tank inspection in May. It is also growing beyond the oil and gas world to include work with the power industry and was recently selected as a finalist in the Incubatenergy Lab Start Up program. This is one robot that we will happily allow to take over formerly all-too-human responsibilities.

Square Robot has a team of 15 in Houston. Photo courtesy of Square Robot

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This article originally ran on InnovationMap.


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Houston organization celebrates zero waste goal

earth day win

Discovery Green celebrated Earth Day with a major milestone this year — achieving it’s Zero Waste goal.

The nonprofit, along with Citizens’ Environmental Coalition and Houston Public Works, are announced that the 2024 Green Mountain Energy Earth Day, which generated more than 3,800 pounds of garbage, diverted the majority of that waste from landfills. "Zero Waste," as defined by the Environmental Protection Agency, is successfully diverting at least 90 percent of waste from the landfill.

On Earth Day, Discovery Green composted 2,200 pounds of waste and recycled 1,300 pounds of trash.

“Part of Discovery Green Conservancy’s mission is to serve as a village green for our city and be a source of health and happiness for all. Our goal is to sustain an exceptional environment for nature and people,” Discover Green President Kathryn Lott says in a news release. “We are beyond thrilled to have achieved Zero Waste certification.”

The achievement was made possible by volunteers from the University of Houston – Downtown.

Steve Stelzer, president of Citizens’ Environmental Coalition’s board of directors, acknowledged how rare the achievement is in a public space in a major city like Houston.

“Discovery Green Conservancy stepped up and made a commitment to weigh, measure and record everything. They should be congratulated to have done this at this scale,” Stelzer adds. “The Conservancy said they were going to do it and they did. It’s an amazing accomplishment.”

The 2024 event included:

  • 31,000 visitors in attendance
  • 60 + exhibitors
  • 100 + volunteers
  • 12 artists
    • 9 chalk artists
    • Donkeeboy and Donkeemom
    • Mark Bradford
  • 25 Mark Bradford artworks made of scrap presented in partnership with Houston First
  • 4 short films shown
  • 3,836.7 pounds of waste collected during Green Mountain Energy Earth Day

Texas hydrogen research hub opens to support statewide, DOE-backed initiative

hi to hydrogen

A Texas school has cut the ribbon on a new hydrogen-focused research facility that will play a role in a statewide, Department of Energy-funded energy transition initiative.

The Center for Electromechanics at The University of Texas, Frontier Energy, Inc., and GTI Energy celebrated the grand opening of a hydrogen research and demonstration facility in Austin as part of the “Demonstration and Framework for H2@Scale in Texas and Beyond” project, which is supported by the DOE's Hydrogen and Fuel Cell Technologies Office.

The hydrogen proto-hub is first-of-its-kind and part of Texas-wide initiative for a cleaner hydrogen economy and will feature contributions from organizations throughout the state. The facility will generate zero-carbon hydrogen by using water electrolysis powered by solar and wind energy, and steam methane reformation of renewable natural gas from a Texas landfill.

The hydrogen will be used to power a stationary fuel cell for power for the Texas Advanced Computing Center, and it will also supply zero-emission fuel to cell drones and a fleet of Toyota Mirai fuel cell electric vehicles. This method will mark the first time that multiple renewable hydrogen supplies and uses have been networked at one location to show an economical hydrogen ecosystem that is scalable.

“The H2@Scale in Texas project builds on nearly two decades of UT leadership in hydrogen research and development” Michael Lewis, Research Scientist, UT Austin Center for Electromechanics, say in a news release. “With this facility, we aim to provide the educated workforce and the engineering data needed for success. Beyond the current project, the hydrogen research facility is well-positioned for growth and impact in the emerging clean hydrogen industry.”

Over 20 sponsors and industry stakeholders are involved and include Houston-based partners in Center for Houston’s Future and Rice University Baker Institute for Public Policy. Industry heavyweights like Chevron, Toyota, ConocoPhillips, and the Texas Commission on Environmental Quality are also part of the effort.

Texas hydrogen infrastructure and wind and solar resources position the state for clean hydrogen production, as evident in the recently released study, “A Framework for Hydrogen in Texas.” The study was part of a larger effort that started in 2020 with the H2@Scale project, which aims to develop clearer paths to renewable hydrogen as a “clean and cost-effective fuel” according to a news release. The facility will serve as an academic research center, and a model for future large-scale hydrogen deployments.

Participants in the DOE-funded HyVelocity Gulf Coast Hydrogen Hub will aim to gain insights from the H2@Scale project at UT Austin. The project will build towards a development of a comprehensive hydrogen network across the region. HyVelocity is a hub that includes AES Corporation, Air Liquide, Chevron, ExxonMobil, Mitsubishi Power Americas, Orsted, and Sempra Infrastructure. The GTI Energy administered HyVelocity involves The University of Texas at Austin, the Center for Houston’s Future, and Houston Advanced Research Center.

“H2@Scale isn't just about producing low-carbon energy, it's about creating clean energy growth opportunities for communities throughout Texas and the nation,” Adam Walburger, president of Frontier Energy, says in a news release. “By harnessing renewable energy resources to create zero-carbon hydrogen, we can power homes, businesses, transportation, and agriculture – all while creating jobs and reducing emissions.”

Houston organization rolls out new accelerator to support companies tackling 'pressing global challenges'

CALLING FOR APPLICANTS

A Houston organization — freshly funded by a $700,000 U.S. Economic Development Administration’s “Build to Scale” grant — is seeking its first accelerator cohort of industrial biology startups.

Founded by Houston-based First Bight Ventures, the BioWell has launched a virtual accelerator program that will provide programming, networking, mentorship, and financial resources to its inaugural cohort of 10 bioindustrial startups. The selected companies will also have access to specialized pilot bioproduction infrastructure throughout the nine-month program.

“BioWell equips startups with more than just capital. We provide a foundation for breakthrough innovations by combining access to cutting-edge bioproduction facilities with expertise that nurtures scalability. This comprehensive support is crucial for transforming pioneering ideas into market-ready solutions that can address pressing global challenges,” Carlos Estrada, head of venture acceleration at BioWell, says in a news release.

Applications for the program are open until May 15, and the cohort will be announced in June. Specifically, BioWell is seeking seed or pre-seed startup applicants that have a technology readiness level of 3 to 5, focusing on areas including low-cost and sustainable feedstocks, commercially viable yields, and purpose fit microbes.

“During our selection process, we'll prioritize startups that demonstrate a commitment to not only hitting milestones but also to building sustainable revenue streams for long-term survival. This phase necessitates keen awareness of market dynamics, customer demands, and sound financial management,” adds First Bight Ventures and BioWell Founder Veronica Wu.

In December, BioWell secured $741,925 of the $53 million doled out as a part of the "Build to Scale" Grant program that the U.S. Economic Development Administration, a division of the U.S. Department of Commerce, has established. First Bight was one of 60 organizations to receive funding.

Ex-Apple exec Wu founded First Bight Ventures in Houston in 2022 after relocating from Silicon Valley and seeing the region's potential for biotech.

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This article originally ran on InnovationMap.

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